A cybersecurity vendor may have a very good professional services organization, but at its core, a vendor exists to create technology.
A distributor provides financial protection, relationship and pricing. What if a distributor could also add deployment value on a not so familiar technology?
A partner offers consultative value in multiple ways, although most can only remain complete experts in their top 1-3 technologies. What if the other technology could be enhanced and supplemented?
An end-user has many choices; they've bought so much cutting edge technology. But often much of this technology is hardly used. The skills gap is real. There is an alarming shortage of Security Engineers, Architects & Analysts. (MSSP is sold to end-users via cybersecurity partners).
Insert ESPO Systems at any level above and it's a win all around.